学术报告
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2012-09-25,清华经管学院 伟伦385
【语言】英文
【内容摘要】
Advance selling has been a standard marketing approach in selling many service and non-service products (such as books and popular electronic devices). The crux of advance selling is separating the time that customers purchase a product from the time that the product is consumed. Through advance selling, sellers offer customers an opportunity to purchase products early to get guaranteed availability at consumption time. On the other hand, customers need to decide whether to buy in advance or wait until spot, when it is very close to consumption time and the exact valuations of the product become known.
Meanwhile, due to the nature of different products, customers' valuations at the consumption time can be highly independent (when personal factors dominate) or closely correlated (when common factors prevail), resulting in qualitatively different markets in spot.
Our focus in this paper is to examine the effects of customer valuation interdependence and the seller's capacity on optimal advance selling strategies. We evaluate when and what type of advance selling (premium or discount advance price, the form of rationing) should be deployed in different environments. We show that both customer valuation interdependence and capacity play critical roles in advance selling. Our models and insights are well aligned with several examples in practice.
This talk is based on a joint work with Roman Kapuscinski and Hyun-Soo Ahn in Ross School of Business, University of Michigan.
Distribution Channel Structure for Competing Supply Chains with Price and Lead-Time Sensitive Demand2012-09-18,清华经管学院 伟伦336【语言】中文/英文
【内容摘要】
This paper studies distribution channel structure strategies (to centralize or decentralize) forDetails2012-05-28,14:00-16:00清华经管学院 伟伦453【语言】中文/英文
【内容摘要】
People will feel uneasy if private embarrassing information about them is exposed in online social networks. While individuals are generally prudent in controlling access to their embarrassing information, such control is fundamentally challenged when the embarrassing information is co-owned with others. Drawing on the social exchange framework as the overarching theory, this paper examines the effects of information dissemination and network mutuality on perceived privacy invasion as well as perceived relationship bonding and how these perceptions shape individuals’ behavioral responses to an embarrassing exposure (i.e., inaction, avoidance, and approach). The results of a laboratory experiment involving 109 subjects provide strong evidence that information dissemination and network mutuality jointly influence individuals’ perceived privacy invasion and perceived relationship bonding. In addition, while perceived privacy invasion encourages transactional avoidance, it discourages approach behavior. Further, whereas perceived relationship bonding impedes both transactional avoidance and interpersonal avoidance, it leads to approach behavior. Overall, this study contributes to the IS literature by deepening the understanding of individuals’ behavioral response to embarrassing exposures triggered by others’ revelation.Details